High end security specialist will need channels for mid-market push some time next year; working with existing partners for now
Lancope is doing just fine at the top end of large enterprise security, says Dan Sibille (below), global channels VP. But some time next year, it will move into the mid-market and will need new channels and expansion of its programme to do that. With a close relationship with Cisco,and supplying parts of Cisco's Cyber Threat Defence solution, Lancope offers a way of analysing data flows to detect attacks and analyse issues to reduce risk.
At present the business is still bedding in its 35 partners in Europe and its recent first real partner programme. “We need to ensure all are on-boarded before we look any further,” he tells IT Europa. The channel has grown out of some larger resellers and security specialist practices, and they can grow organically. In Europe, he says, the main countries are seeing expansion, while in the emerging areas, growth is even faster, though from a lower base. For the US company as well, the need to comply with regulations and practices in the different countries is a headache, he admits, but one that can't change soon.
The partner programme announced this year seems to be working: value based discounts and market development have been welcomed. “It is a real improvement and of benefit to partners.” It serves to keep Lancope focused on its channel at a time when many other vendors are jumping into the market which is seeing growing customer demand. He is confident that Lancope can do well in its chosen sweet spot at the top-end: “Most other vendors are working at the perimeter with appliances and point solutions. We are inside the network.”
But there is another issue which may affect growth in the mid-market as and when it goes after it, and that is skills. The company faces a challenge on skills and recruitment, as does its partners. In such a fast-changing area, everyone is running to keep up, in both sales skills and the technical support needed.